Big Mistake, Little Mistake Close

Mr. Prospect, it sounds to me like you don’t want to start anything tonight because you are scared you will make a mistake, is that correct?

Well, Mr. Prospect, let’s say you didn’t get this policy right now because you didn’t want to make a mistake and something was to happen to you.  Maybe you don’t pass away but are diagnosed with something to where you would no longer be able to qualify for insurance?  Or maybe something does happen and you were to pass away, maybe tomorrow, next week or even next year, and you didn’t have this insurance.  Would that be a big mistake or a little mistake?  (The client will say “big mistake”)

OK, now let’s say that you did go ahead and get this insurance, and tomorrow or maybe next week or maybe even next year you were to find an insurance that might save you 5 bucks or even 7 bucks.  Would that be a big mistake, or a little mistake? (They will say “little mistake”)

I think that we have made our decision……did you say you were a smoker or non-smoker?

Now Assume the Sale